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How
To Get More Clients
Ah! The six million dollar question! I learned the hard way when I first started as a coach and learned through trial and error. It was really hard for me at the start but it gave me a fantastic learning experience. Today I have a full practise almost every month and to be honest with you there is no better feeling than doing something that you love and getting paid for it! So what is the secret to getting more clients? This is the number 1 question I get asked every single day from any coaches that I talk to or indeed have the pleasure to coach. I always reply with: “It’s all about discipline, being committed and being ruthless!” I always get a few raised eyebrows when I say ruthless – I’ll explain about that in a minute. In order to get more clients in your practise you must have a focussed effort in your marketing and advertising plans and carry these out day in day out – without fail. Remember, success cannot cope with only one thing – do you know what it is? Well, it is consistent effort and consistent focus. Firstly, you need to work out what your current efforts are rewarding you with? And when I say rewards I mean the bank balance! Sure, offering free coaching is a great way to meet people – but are you up-selling and cross selling at the end of it? You need to work out, what is working for you, what isn’t working for you and then be, wait for it……..RUTHLESS! You need to ditch those things that aren’t working even though you might love to do them. Frankly though, these activities will not put food on the table! You need to formulate a plan of action based upon what your goals are. You don’t need me to go on about goals but you need to know what you want to achieve. Let me ask you these questions right now, and please answer them honestly: Could you tell me what your marketing and advertising goals are? How many clients are you planning to get this week, this month, this year? How are you going about getting them? What is your plan? What are you doing each day to take you a step closer? Are you being ruthless or are you doing the things that you love to do? Don’t worry if you didn’t have all or some of the answers to the above, that’s why we are here – right! So before I close on this week I just want to go through the most effective ways of building your practise. For each I would like you to write down how much of each strategy you actually do. MOST EFFECTIVE 1. Direct contact and follow up This means making personal contact with s prospective customer by phone, email, mail, fax or in person. This includes: COLD
CALLING 2. Networking and referral building ATTENDING
MEETINGS AND SEMINARS 3. Public Speaking Speaking in front of groups is the next most powerful activity you can do to get more clients. This includes: RUNNING
WORKSHOPS 4. Publicity Includes: WRITING
ARTICLES 5. Promotional events Includes: TRADE
SHOWS 6. Advertising NEWSPAPERS So there you have the top 6 strategies of getting more clients – where do you fair against each? That doesn’t mean that you have concentrate on only one strategy to bring home the bacon! Indeed it will take a consistent effort across all channels for you to have a full and thriving business. Sit back and reflect on your marketing efforts to date. Are you using the most effective strategies for getting more clients? What is your percentage mix of each? (complete the table below – what total % of your current marketing efforts are spent on each of the 6)
STRATEGY
% OF
MY TIME MARKETING EFFORTS
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